National Sales Manager
Immediate Manager: Regional Manager Africa – Emerging Markets
Key Contacts: Regional, Commercial Team, Distribution Partner, Sales Force, Finance, GM
Purpose of This Job:
The general purpose of this job is to ensure effective execution of the company’s Distribution and Trade Marketing targets through effective management of the Distribution Partner’s “DP” across Angola through:
Supporting the Business Planning Process with Line Manager and “DP”
Supporting execution of Business Plan initiatives with Line Manager and “DP”
Supporting the implementation of the Trade Marketing Calendar and Commercial Annex with Line Manager, Trade Marketing Manager and “DP”
Tracking and Reporting of Key Performance Indicators relating to the Trade Marketing Calendar and the Commercial Annex.
Building strong relationships throughout all departments within the DP. Supporting them in better driving, managing and evaluating trade initiatives.
Ensuring DP implementation of the Perfect Store standards per channel.
Coaching and working with DP Sales Force in-classroom and in-field to produce executional excellence.
Supplying data for the company’s internal reporting processes
Support the “DP” to prepare Trade Marketing Plan and Commercial Annex in close coordination with Line Manager
Support implementation of Route Mapping and Route Tracking
Support the “DP” in achieving the mutually agreed on Commercial Annex and Trade Marketing Targets.
Educate DP team on Brand History and drive Product Trust and Understanding
Train DP team on Perfect Store definition by channel and outlet type then follow through to ensure they implement mutually agreed on targets and KPIs
Enhance Skills by conducting on the job training and classroom training such as Power Selling, Power Coaching, High Pressure Negotiation and Conceptual Selling
Track actual performance against mutually agreed on KPIs, share with Line Manager and DP Sales Manager.
Collaboratively build action plans to address issues and unlock sales opportunities
Undertake systematic, frequent and continuous market visits to the points of sales across the "markets" based on a monthly DPM Routines Calendar. Spend 70% of time in the field -working with the DP -with the purpose of enhancing in market execution by completing activities such a Perfect Store Audits, field coaching, and accompaniment reports and feedback. The remaining 30% to spent on business planning, meeting preparation, attendance of meetings and timely reporting utilizing the DPM standard reporting deck and DP presentation templates
Support the DP to develop, coordinate, manage, implement and assess Trade Marketing Calendar and communicate the outcome and learning’s to Line Manager.
Supervise and conduct spot checks then provide constructive feedback on DP concluded trade agreements implementation & execution across the markets
Prepare and lead on the monthly business review meeting of assigned markets with the DP sales management and team using the DP Scorecard reporting deck
Plan, along with Trade Marketing Manager and DP Sales Management, and order off premise POS material to cater for market requirements. Subsequently, ensure that the POS items are well stored, accurately maintained and reported, properly handled (in warehouse and in market) by reviewing the local operational processes
Review ROI for the company in market placed coolers twice a year
Ensure DP delivers on timely, distribution, PSA contracts and depletions reports as per brand standards (by channel, customer, sku, volume, value, etc.)
Fuel Sales Force Passion through recognition, reward programs and sharing best practices
Support the internal organisations reporting requirements relating to Financial Sales, Trade Sales, Stock Flow, POS, Cooler Tracking and Cooler Maintenance
Review market performance with Line Manager on monthly bases covering DP and DPM scorecards
Key Results and Deliverables (What Does Success Look Like):
Implement DPM Routines as per agreed DPM Routines Calendar
Implement DP route mapping and tracking.
Implement a comprehensive Trade Marketing Calendar and Commercial Annex for the DP
Support achievement of Business Plan set objectives and KPIs in market covered in the Trade Marketing Calendar and Commercial Annex
Ensure effective and timely execution of annual trade marketing and consumer promotions calendar by DP
Deliver on agreed individual Target and Assignments
Communicate important and urgent matters with accuracy, objectivity, and credibility to resolve any issue / ride on any opportunity in a timely manner
Maintain successful ongoing relationships (internally and externally)
To be regarded as highly respected manager within the network
Implementation / Initiation of ‘best practice’ initiatives
Stay up to date with market intelligence, knows what is going on in the field
Spend 70 % of time in the field, with the sales force, to support DP ensure operational excellence with fairness, objectivity, positive attitude, professional behavior, and high emotional intelligence.
Show curiosity in all areas of Off Premise Sales.
Education, Attitude, Knowledge, Skills and Experience:
University degree is a must
Smart thinker, quick learner, proven operational achiever with strong business acumen
Excellent influencer with negotiation skills
Highly numerate and analytical
Clear and proven ability to implement successful trade marketing plans
Excellent communication skills, including presentation and training ability
Creative mind, outgoing personality and friendly
Able to work independently with responsibility, and be organized -Result oriented
Experience with basic administrative programs, Windows, Lotus Notes and Internet Browsers, Word, PowerPoint, Excel,
In-depth knowledge of trade and competitive environment
Fluency in English is a must; additional knowledge of Asian languages is a plus
Minimum 4 years of sales experience in consumer goods industry (beverage preferred)